Hungry, Humble, Honest, with Heart.

Deal Desk Manager

The ideal candidate will be able to help manage between the Organization goals and enabling the Field to execute pricing strategies with Customers. This includes working with the Field to maximize Nutanix revenues in deal structuring, recommending varying selling models, engaging with Finance to evaluate acceptable price points and investment accounts, collaborating with Product Management to understand varying product options to meet customer needs and understanding the entire customer ecosystem to ensure Nutanix can maximize its value and increase share in the market.

You will collaborate very closely with the Field Sales Team, Sales Operations, Legal, Finance, Accounting, Cloud Economist team and Product Management as well as other internal stakeholders to ensure that the Field Sales Teams have the support needed to execute Organizational goals.

Responsibilities

Global Deal Solutions

Support our Global Sales Organization on pricing related initiatives and strategic programs

Recommend pricing structures and commercial streategy, including Sales programs, based on Customer’s business drivers and ability to sell value.

Influence & manage discount improvements through competitive intelligence and developing a subject matter expertise in the Theater

Provide detailed reporting to VP’s and SVP's and collaborate closely with Sales Management to drive regionally focused pricing strategies

Manage closely with Legal and Finance to support nonstandard commercial terms and conditions

Build business cases for investment accounts to gain Executive support and remain an active player throughout the sales cycle

Manage daily deal operations, pricing escalations and business risk assessments to Senior Management

Ensure compliance with published sales and business approval policies and serve as an escalation point to business leaders

Manage ad-hoc complex projects as required

Proven ability to effectively communicate with Customers, sales persons, internal teams, and external partners & distributors

Ability to execute quickly and adapt to a fast-paced, constantly changing environment

Must be willing to work extended hours during end of quarters.

Must handle multiple big deals in flight for exec reviews at the same time

Ability to lead a small team or a Project

Preferred Qualifications

Familiarity with working with Sales teams in a deal desk or commercial-selling function

Strong Expertise with varying software selling models (i.e. term licenses, perpetual, SaaS, subscription, utility consumption)

Strong and active listening skills and very good communication skills, both written and verbal

Works well in a team environment - has had previous experience in leading a team or project (preferred)

Ability to be responsible, flexible, accountable and detail-oriented with the ability to multi-task, adapt and prioritize to meet deadlines

Support and/or lead medium-high complexity projects or tasks requiered by the leadership

Experience meeting with Customers, as needed

Advanced Proficiency with Excel and PowerPoint

Familiar to represent and articulate a complex commercial solution to an Executive Approver

About You

Preferably a bachelor's degree in Business or a related area of study

Familiar to manage ambiguity and expectations with internal stakeholders

Preferably 5 + years of deal desk, finance, software-selling and/or sales operations experience

Prior Experience With Salesforce And Other CPQ

Prior experience in managing a team or projects is preferred